I am writing to you from Austin, Texas, where I had the honour of spending the last three days meeting the women Dell selected as their top 200 women in business from around the world.
I met Michael and Susan Dell (founder of Dell computers), Brene Brown (a researcher/storyteller with 15 million views on her TED talk), Jane Wurwand (founder of Dermilogica) , and Sue Stockdale (global polar explorer). The list seriously goes on and on.
So, here I sit with last night's makeup on, hair all in a tizzy, drinking coffee (the true nectar of the Gods), having woken up wanting nothing more than to tell you all about how I finally figured out a genuine way to share my sales secret with you -- without using MBA speak.
It happened yesterday morning.
See, what I know about making sales is that most people give up after the first contact with a prospective client or customer. A good proportion of those who get up off of the mat after the first "no," choose to stay down after the second. Then, an even larger proportion of those remaining after two rejections stay down and don't get up to try again after their third attempt at a sale. This keeps happening until somewhere around the fifth to seventh no...when those who have continued to get up, try again, try again, try some more -- those people finally make a connection. They make a sale.
So, what does making and having connections have to do with making sales?
Plainly, even if you think you have connections -- you likely don't. It is not unless you have made a connection to someone, and you have developed that connection through a number of interactions, that you might be able to call them a connection. This matters not though.
Do they feel connected to you?
See, I have a lot of connections. I have Michael Dell's business card.
Is Michael Dell connected to me?
Heck no.
So why is it that we have stuck to an old and untrue dialogue that tends to state:
- If you are connected you have connections
- Obtaining a business card is concrete proof that one has a connection
- Selling is about getting a dollar transaction on the first try and if not then, at least on the second, or else what you are selling is not worth buying
- Selling is about what I want to get across about my amazing product or service so the customer can see the value and make a purchase
The real way to make sales that stick is to develop connections by shifting the paradigm like this:
- Choose courage over comfort in developing relationships with your customers
- Engage authentically in building a connection from a them to you, not you to them
- Looking at all connections as a living thing -- maintain and deepen them with every contact
- Think long term, keep getting off the mat and develop a plan for numerous intentional and value adding contact points for your clients and customers
- Add value, solve a real problem, develop a connections through value and service for your customer or client -- not for what is in it for you. What is in it for you will come from what you gave to them.
Growing a business and life that give you a deep feeling of accomplishment takes time, consistent work, and a long-term view. Keep your focus and develop connections with intention, don't be distracted by "being connected". Be engaged on developing and maintaining connection.
Sales, revenues, and impact will all follow.
In the spirit of true connectedness,
Kelsey
P.S. If you want to connect with me, please do send me an email or reach out at tweet with me. Connection is what drives me to be of service and share my life, insights and inspirations with all of you around the world.
P.P.S Thank you for connecting with me today. I hope you share this message of connectedness with others, whether it be by sharing this post or by sharing of yourself with them. It is in you to be shared.
From Austin, with gratitude.
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